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Follow on Google News | R&M Electrical Makes Light Work of Improving Sales & Customer Intelligence with sales-isales-i, the sales & customer intelligence service for office-based and front-line sales people, has today announced its increasing success at R&M Electrical, the largest independent electrical distributors in the UK.
By: R and M Electrical Group Ltd With more than 250 staff and a turnover of £50 to £60 Million, http://www.rm- Alistair Skyrme, manager of R&M Electricals Exports division has been instrumental in overseeing sales-i’s introduction into the business. “Having close visibility and contact with our clients is key to our success - knowing who they are and what their role is whilst keeping a high touch rate, and staying high on their radar. All of this is time consuming and difficult without a system designed to do that very job.” Alistair continues, “sales-i was designed from the ground up for sales people and sales management. It helps cut to the chase when making sales calls and streamlines and accelerates the sales process. Moreover it gives us great visibility of our customer contact activity and call cycles. The combination of sales and customer intelligence makes it a great choice for R&M.” Alistair however was aware that making any sales system successful involved getting buy in from the sales teams. So following sales-i training he ran a series of incentive programmes offering prizes to branches that developed for example, the highest growth in sales, the most active sales team, the greatest increase in tele sales figures etc. Interestingly, as Alistair notes, the branch to scoop most of the prizes, the fixings division in Southampton, had the most active group of sales-i users who were proactively using the system to identify sales gaps and opportunities. As sales-i’s usage and visibility has extended through the business and across divisions, Alistair can see a marked improvement in the customer intelligence that the company is gathering and the value this adds to the business. “We work in the oil and gas industries where our customers are global and large. Tracking people and the projects they are working on is critical as there is so much movement in the industry. In each given account, we could have 50-60 contacts that we need to track and manage. sales-i is underpinning this customer intelligence and giving us the visibility we need to keep in constant touch with key people.” http://www.rm- A recent example of where having that level of detail and information proved hugely valuable to R&M was during a large presentation to a client of its fixings division for a contract in the region of half a million pounds. So swayed was the client by R&M’s use of KPI reporting statistics and spend analysis and knowledge of its account overall, that the procurement director voiced how impressed he was by the level of clarity and detail. R&M believe this impression contributed directly to them winning that business and securing the £.5M contract. Paul Black, sales-i’s CEO and co-founder was involved in the initial sales-i presentation at R&M’s management conference last year and comments, “This is a very successful uptake of sales-i both from a sales and customer intelligence perspective. http://www.rm- About sales-i sales-i© is a sales and customer intelligence service for frontline sales people. Through sales-i, sales professionals are equipped with customer buying behavior alerts which are delivered by email and text messaging, empowering them to make better informed, personalized and faster decisions which maximize repeat sales and reduce customer slippage. sales-i is a true Software-as- Sales and marketing organizations rely on sales-i to maximize their sales intelligence. This delivers protected customer share, better margins, visible cross-sell and up-sell opportunities and increased customer buying behavior know-how resulting in more intelligent, profitable selling. sales-i is a privately held company with offices in Chicago, USA and Solihull, UK. For more information about sales-i visit www.sales-i.com or email tellmemore@sales- # # # The R&M Electrical Group are one of the largest independent electrical distributors in the UK, providing a range of products to a worldwide group of clients The head office is based in Southampton with 10 additional stocking branches in Ringwood, Portsmouth, Southampton Central, Newbury, Oxford, Swansea and Neyland and stand alone Cables, Assembly and Fixings Divisions. R&M have three overseas branches in the Caspian region and the Middle East with a focus on supplying the Oil, Gas and Petrochemical sectors. R&M offer an unrivalled product range through their extensive distributorships and affiliation to A.N.E.W (the largest Independent Electrical Buying Group in the U.K). End
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